Vlerick Retail Platform - Store of the future - Gino Van Ossel

Download Vlerick Retail Platform - Store of the future - Gino Van Ossel

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  • BOUWEN AAN DE WINKEL VAN DE TOEKOMST PROF. GINO VAN OSSEL GINO.VANOSSEL@VLERICK.COM
  • source: British Retail Consortium / KPMG Dec. 13 (growth is vs. year ago) growth non-food online +19.2% growth non-food retail +1.8% online share of retail +18.6%
  • source: British Retail Consortium / KPMG Dec. 13 (growth is vs. year ago) growth non-food online +19.2% growth non-food retail +1.8% online share of retail +18.6% growth John Lewis online +22.6%
  • AGENDA 1. omni-channel 2. physical stores: why? 3. physical stores: where? 4. formats: a couple of cases 5. conclusion
  • OMNI-CHANNEL omni- channel cross- channel multi- channel mono- channel
  • THE CONNECTED STORE benefits of offline: experience, service & advice merchandise in stock trust enriched with the internet free wifi, screens, tablets,.. website, webshop, app & the benefits of online: access to info, reviews & ratings order in-store & at home choice
  • source: British Retail Consortium / KPMG Dec. 13 (growth is vs. year ago) growth non-food online +19.2% online share of sales John Lewis 13 > 28% growth John Lewis online +22.6% growth John Lewis click & collect +62%
  • TOP 10 BIGGEST ONLINE RETAILERS 2013 (EUR) source: Internet Retailer
  • AGENDA 1. omni-channel 2. physical stores: why? 3. physical stores: where? 4. formats: a couple of cases 5. conclusion
  • WHY? sales
  • WHY?
  • consumer electronics
  • 1 We are seeing about 34% of (pick-up) visits translating into additional sales in shop and that number is growing exponentially at the moment. Its typically or increasingly for purchases that the customer didnt think they would make. So it is quite out with whatever they were going to collect.
  • WHY? sales logistics
  • in-store pick-up in-store returns
  • WHY? sales logistics awareness
  • WHY? sales logistics service & advice awareness
  • After having looked up information online, I often have the feeling that I know more about a product than the sales associate. source: Retail in Belgium, InSites/Vlerick, 2012 (n = 165) 0 20 40 60 80 100 9 10 37 24 20 totally disagree disagree neutral agree totally agree
  • from selling to helping to buy
  • WHY? sales logistics service & advice awareness brand image
  • WHY? sales logistics service & advice awareness brand image showroom
  • 3 one size doesnt fit all
  • % of purchases without visit to showroom
  • DNA context
  • AGENDA 1. omni-channel 2. physical stores: why? 3. physical stores: where? 4. formats: a couple of cases 5. conclusion
  • n = 387 gemeenten (96% van het totaal)
  • IMPACT OF SIZE OF SHOPPING AREA source: Rabobank evolution 2009 - 2011
  • SOURCE OF SALES EVOLUTION (RESIDENTS VS. NON-RESIDENTS) source: Rabobank evolution 2009 - 2011
  • 5
  • INPLANTING DIEST 23.000
  • INPLANTING DIEST 23.000 76.000 98.000
  • IMPACT OF SIZE OF SHOPPING AREA source: Rabobank evolution 2009 - 2011 Diest = 20.000 m2 Hasselt = 85.000 m2 Leuven = 81.000 m2
  • INPLANTING DIEST 23.000 18.000 44.000 29.000 76.000 98.000
  • % koopvlucht 12,8% 48,9% 27,3%
  • % koopattractie
  • INPLANTING DIEST
  • INPLANTING DIEST
  • 50,6% 93,2% 62,1%totaal
  • koopattractie - Diest
  • koopattractie - Hasselt
  • centrum inwoners grootte (m2) periodieke (%) periodieke (m2) Hasselt 76.000 85.000 70% 60.000 Leuven 98.000 81.000 66% 53.000 Diest 23.000 21.000 56% 12.000
  • VERGELIJKING HASSELT & DIEST Hasselt: n = 153 Diest: n = 75
  • fun shopping: the winner takes it all
  • RUN SHOPPING: EFFICIENCY RULES
  • AGENDA 1. omni-channel 2. physical stores: why? 3. physical stores: where? 4. formats: a couple of cases 5. conclusion
  • FORMATS: A COUPLE OF CASES sales logistics service & advice awareness brand image showroom which functions?
  • AGENDA 1. omni-channel 2. physical stores: why? 3. physical stores: where? 4. formats: a couple of cases 5. conclusion
  • Dit boek biedt een stevig conceptueel kader n heel concrete handvatten! Een echte must voor al wie begaan is met de toekomst van retail! Wouter Torfs, CEO Schoenen Torfs Eindelijk een boek waarin niet de techniek maar de klant centraal staat. Gino beschrijft duidelijk, prikkelend en uitdagend hoe retailers hiermee moeten omgaan. Verplicht stellen voor alle medewerkers in de retail, zou ik zeggen. Rob Berns, CEO Kwantum
  • 20% 24% 80% 76% female male no yes do you shop online? (US teens) source: PiperJaffray / PEW Research spring 2013
  • 78% 75% 22% 25% female male in stores online do you prefer to shop online or in stores? (US teens) source: PiperJaffray / PEW Research spring 2013
  • CONCLUSION sales logistics service & advice awareness brand image showroom where, which functions & how many?
  • Ive failed over and over, and that is why I succeed
  • CONCLUSION 8 Prof. Gino Van Ossel Retail management E-commerce & omni-channel Shopper & trade marketing Channel management gino.vanossel@vlerick.com @ginovanossel